Back in the early 90s, I met and toured as a motivational speaker with one of the top Real Estate producers in the world. He’s a brilliant man and a great friend.

He closed more than 3,000 personal transactions and trained fifty thousand of other Realtors and entrepreneurs throughout North America in his twenty-five-year career.

Recently, he decided to come out of retirement to train a local team of Realtors.

He created a comprehensive 38-hour program delivered in ten days. It’s arguably the best sales training for Realtors available anywhere today.

One aspect of the training is how to work with a national builder willing to send them referrals. It includes conversational scripts and techniques for developing a productive relationship with the local representatives, closing sales and handling the transactions in a way that leads to more referrals.

Here’s what happened with two of the Realtors:

The first is a woman.

She’s slightly overweight, not the best-dressed in the office and not the kind of person most brokers expect to succeed.

The second is a young man that looks, talks and walks the part. Perfect casting for a star agent in their office and local market.

What happened after the ten-day training?

The woman no one expected to succeed quickly put two sales transactions on the board.

The young man everybody expected to be a superstar gave up in the first two weeks.

His reason?

“The scripts don’t work,” he reported.

The lesson?

There’s ONE BIG MISTAKE that almost everyone makes when it comes to learning and doing something new in business or life.

Far too many people invest time and money, and when they don’t hit the lotto on the first day or the tenth, they give up.

Don’t make this mistake.

How to Win, Even When Others Expect You To Lose

(1) First, learn what you need to know to succeed.

You can learn the fundamentals of almost anything online. But in every profession, there are two or three things that separate the superstars from everyone else. These are the secrets you can only learn from the best practitioners, trainers and coaches in your industry.

Invest whatever it takes to learn from the best. People will call you crazy for spending five or ten thousand dollars on a training or coaching program. But if you learn from the right person and apply what you learn, it’s an investment that can make a million dollar difference over the course of your career.

(2) Second, decide to “walk,” knowing you might stumble 1,000 times.

Ever notice how babies learn to walk?

I’ve got four wonderful children, and I can tell you from first-hand experience, babies are not born walking. Mommies and daddies help and with good health, all babies eventually walk.

Babies don’t care how they look or what others think. They stumble and fall their way into walking because they are determined to walk. Are you?

(3) Third, press on, intelligently, until.

“Nothing in the world can take the place of Persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.” – Calvin Coolidge, 30th president of US (1872 – 1933)

Psychologists tell us that it’s important to put immediately into action what you learn. That’s because the feedback you get helps you improve and get results faster.

This is the hidden difference. The average person will try something once, and when it doesn’t work out immediately, they decide it doesn’t work. Worse, they tell others.

Superstars continue past the point where most offers give up. They learn, take action and intelligently persist until they win.

Whatever it is that you want to accomplish in your work or life, invest whatever it takes to learn what you need to know. Make up your mind to succeed and take action until no matter what anyone else says or expects. That’s how superstars win in business and life.

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Why are some people able to keep going past the point where most others throw in the towel?

I’ll answer that question in a future article.

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